Sales Ops Masterclass
Learn advanced Sales Operations skills that you can implement into your current org to make an immediate impact.
- Full lifetime access
- AI tutor included
- Downloadable resources
- Certificate of completion
Course content
Lecture 001 - Sales Strategy and Planning Part 1
Lecture 001 - Sales Strategy and Planning Part 2
Lecture 002 - Operating Sales Cadences
Lecture 003 - Territory Management
Lecture 004 - Pipeline Management and Forecasting
Lecture 005 - CRM Construction
Lecture 006 - Sales Compensation
Course description
Over the course of 6 modules, you'll learn all about:
♟️ Sales Strategy and Planning
TAM / SAM analysis, SWOT analysis, headcount capacity planning, products / pricing, segments, and revenue targets
⚙️ Operating Sales Cadences
MBRs / QBRs, pipeline reviews, forecasting, performance management, team meetings, 1:1 structures, win/loss reviews
📍 Territory Management
Account scoring frameworks and approaches, territory design
🔮 Pipeline Management and Forecasting
Hygiene scores, qualification standards, MEDDICC, cohort analysis, opportunity scores, pipeline coverage, bottoms up forecasting, forecast definitions, weighted forecasting
🏗️ Constructing Your CRM
Timestamps, win rate calculations, contact roles, price book, renewal management, loss reasons, disqualification reasons, competition tracking, data management
🥕 Quota and Incentives
Over assign, quota multipliers, attainment, compensation plan design, dispute resolution, SDR plans, AE plans, SE plans, manager plans